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Global Purchasing and Supply Management
Victor H. Pooler, David J. Pooler, Samuel D. Farney
Verlag Kluwer Academic Publishers, 2004
ISBN 9781402078170 , 443 Seiten
2. Auflage
Format PDF, OL
Kopierschutz Wasserzeichen
Dedication
5
Contents
6
Preface
8
Foreword
11
Acknowledgments
13
I FROM BUYING TO STRATEGIC CONTRIBUTOR
15
1 THE ROLE OF THE PURCHASING AND SUPPLY FUNCTIONS
16
1. PURCHASING OBJECTIVES
19
2. IMPACT ON PROFITABILITY
20
3. CONTROLLING THE PROCESS
23
4. THE BUYING JOB
24
4.1 The Accountability Concept
25
4.2 Buying Influences
25
5. CHANGING DEMANDS ON THE JOB
30
5.1 Socioeconomic Programs
30
6. PURCHASING REDEFINED
31
2 EVOLUTION OF PURCHASING AND SUPPLY MANAGEMENT
33
1. SPAN OF CONTROL
37
2. CENTRALIZED VERSUS DECENTRALIZED DEPARTMENT
38
2.1 Advantages of Centralization
38
2.2 Advantages of Decentralization
39
2.3 Titles Used in Purchasing
40
2.4 Where Should Purchasing Report?
41
3. THE MATERIALS MANAGEMENT ORGANIZATION
41
3.1 Why Do Some PMs Not Embrace MM?
43
4. REENGINEERING THE PURCHASING ORGANIZATION
44
4.1 Organizational Structure and Relationships
45
4.2 Authority to Commit Independent of the Organization
46
5. DAY-TO-DAY VERSUS LONG-RANGE BUYING
49
6. “PURCHASING AND SUPPLY MANAGEMENT” COMES OF AGE
51
3 STRATEGIC PURCHASING SUPPLY INITIATIVES
55
1. SELECTION OF STRATEGIES LEADS TO ACTION
57
2. SUPPLY BASE MANAGEMENT STRATEGY
60
3. SUPPLY PLANS TO CONTROL MAJOR COMMODITIES
63
4. SEEK LEVERAGE WITH BUYING TEAMS
64
5. TACTICS TO CARRY OUT STRATEGIC PLANS
68
6. EMERGING STRATEGIC OPPORTUNITIES
69
II CREATING THE VISION
71
4 THE PURCHASE ORDER PROCESS
72
1. FUNDAMENTAL STEPS TO COMPLETE A PURCHASE
73
1.1 Editing the Requisition
73
1.2 Issuing the Purchase Order ( PO)
74
1.3 Blanket Orders.
75
1.4 Use of Blanket Orders for Repetitive Purchases
78
2. TERMS OF PURCHASE
79
2.1 Shipment Terms
80
2.2 Change Notices
80
3. COMPLETING THE PURCHASE
81
3.1 Follow Up and Expediting
81
3.2 Receiving and Price Checking
82
4. ADDITIONAL CONSIDERATIONS FOR INTERNATIONAL PURCHASES
83
5. ELECTRONIC PURCHASE ORDER PROCESS
86
5.1 Purchasing Cards/ Procurement Cards
87
5.2 E- Procurement or e- Commerce
88
5.3 Direct Purchases and e- Commerce
92
5 BUYING FROM THE RIGHT SUPPLIER
95
1. SOURCE SELECTION
95
1.1 Request for Quotation ( RFQ)
96
1.2 Buyer’s Checklist for Selecting New Suppliers
97
2. TEAMWORK AND COOPERATION
100
3. QUALIFICATION OF NEW SUPPLIERS
100
3.1 How Many Sources of Supply?
101
4. SOURCES OF SUPPLIER INFORMATION
104
5. SUPPLIER FINANCIAL STABILITY
106
5.1 Credit Rating Reports
107
5.2 Financial Statements
108
5.3 Ratios as Guides
110
6. SEARCH FOR LOW-COST SUPPLIERS
112
6.1 Computing Total Landed Cost of Acquisition
113
6.2 Post- Selection Supplier Evaluation
115
6.3 How Valid Are These Ratings?
119
6 CREATING A GLOBAL VISION
121
1. THE UNITED STATES AND WORLD TRADE
122
1.1 The U. S. Trade Deficit
123
1.2 North American Free Trade Agreement
123
2. BILATERAL AND MULTILATERAL TRADE AGREEMENTS
125
2.1 Regional Trade Agreements
126
3. THE PURCHASING ROLE
127
3.1 The Expanded Role into Global Purchasing
127
3.2 Emergence of the Global Corporation
128
3.3 Expansion of Countertrade
128
3.4 Offshore Sourcing Issues
129
4. HOW TO CONDUCT A GLOBAL BUYING EFFORT
130
5. ENTRY STEPS TO CLEAR CUSTOMS
133
5.1 Immediate Delivery ( I. D.) Entry
134
5.2 Types of Transportation Entries
135
5.3 Customs Duty Valuation
135
5.4 Examination
136
5.5 Country of Origin Marking
136
5.6 Certificate of Origin
136
5.7 Appraisement
137
5.8 Liquidation
137
5.9 Methods of Payment
137
5.10 Letter of Credit
139
5.11 Banker’s Acceptance
141
6. GENERALIZED SYSTEM OF PREFERENCES
141
6.1 Harmonized Tariff Schedule of the U.S. Annotated (HTSUSA)
142
7. PROGRAMS BENEFITING THE IMPORTING BUYER
144
7.1 Benefits from Foreign Governments
144
7.2 Foreign “ Free Trade” Zones and Sub zones
145
7.3 Duty Drawback Savings
145
8. THE INTERNET AND GLOBAL INFORMATION NETWORKS
146
7 BUILDING RAPPORT WITH SUPPLIERS
149
1. SUPPLIER PARTNERING RELATIONSHIPS
152
1.1 Implications to the supply organization
154
2. CHANGE “BACKDOOR” SELLING TO “FRONTOFFICE” COLLABORATION
156
2.1 Overcoming “ Backdoor” Behavior
158
3. CONFLICT RESOLUTION: WORKING WITH OTHERS
159
3.1 Taking positive action
160
3.2 A Time to Do Nothing!
162
4. ETHICAL ISSUES IN BUYING
162
4.1 Where to Draw the Line
163
4.2 Buying Practices
165
4.3 Gifts from Suppliers
167
4.4 Lunches and Entertainment
168
4.5 The Ethical Double Standard
168
5. DO’S AND DON’TS OF DEALING WITH SUPPLIERS
169
8 QUALITY AS A COST IMPROVEMENT TECHNIQUE
171
1. QUALITY DEFINED
172
2. SIX-SIGMA AND TOTAL QUALITY MANAGEMENT
173
2.1 Cost of Quality
174
3. STATISTICAL PROCESS CONTROL
176
4. SPECIFYING WHAT TO BUY
180
4.1 Efforts to Ensure Quality Through International Standards ( ISO 9000 Series)
182
4.2 Cooperation with the Quality Function Pays Off
183
5. WORKING WITH SUPPLIERS TO MANAGE QUALITY
185
5.1 Certification Clause
185
5.2 Quality and Reliability Clause
185
5.3 Early Supplier Involvement
186
5.4 Qualification and Pre- qualification
187
9 PURCHASING’S STRATEGIC APPROACH TO INVENTORY MANAGEMENT
189
1. DRIVERS OF INVENTORY
189
1.1 Types of Inventory
191
1.2 Who controls inventory?
192
2. GOALS OF INVENTORY CONTROL
192
3. ASSET MANAGEMENT ( CONTROL OF INVENTORY COST)
193
3.1 Record Keeping Systems
194
3.2 Methods of Inventory Valuation
195
3.3 Financial Analysis of Inventory
196
3.4 Inventory Turnover
196
3.5 Physical Control of Inventory
198
4. DECIDING WHEN AND HOW MUCH TO BUY
200
4.1 Economic Order Quantity
201
4.2 Order Quantity Methods
202
4.3 Statistical Reorder Point
203
4.4 Time- Phased Order Point
204
4.5 Materials Requirement Planning
205
5. LEAN MANUFACTURING AND JUST-IN TIME
206
6. PROCESS IMPROVEMENT AND INVENTORY
207
6.1 Leadtime as an Inventory Driver
207
6.2 Quality and Lot Size as Inventory Drivers
208
6.3 Information Provides Opportunity
209
7. PURCHASING’S ROLE IN SUPPORTING INVENTORY OBJECTIVES
210
7.1 Supplier- Managed Inventory
211
10 PROACTIVE TECHNOLOGY MANAGEMENT STRATEGY FOR COMPONENT OBSOLESCENCE
213
1. THE CHALLENGE OF OBSOLESCENCE
214
1.1 Obsolescence as an Incurable Disease
215
1.2 The Ideal Obsolescence Management System: “Clean Sheet of Paper” Design
216
1.3 Conflicting Challenge: Managing Obsolescence and Change Issues while Optimizing Inventory
218
2. OBSOLESCENCE MANAGEMENT SOFTWARE: HOW IT WORKS
218
3. THE LIFE CYCLE CONCEPT
222
4. BENEFITS OF A SOUND OBSOLESCENCE MANAGEMENT PROCESS
223
5. SO WHO NEEDS OBSOLESCENCE MANAGEMENT TOOLS?
224
5.1 The Old Way Versus the New Way...
225
5.2 How to Win a Spares Contract and Lose your Shirt!
225
5.3 How to Win a Spares Contract and Win Big!
226
6. THE FUTURE AND THE WAY FORWARD... HOW TO SELECT THE RIGHT TOOLSET
227
11 BUYING AT THE “RIGHT” PRICE
228
1. HOW PRICES ARE SET
229
1.1 Market- based and cost- based prices
231
2. PRICE AND COST ANALYSIS
232
2.1 An Exercise to Compute Price of Paint
234
2.2 Cost analysis
234
2.3 Cost Analysis Tips for Buyers
235
2.4 Break- even Analysis
239
3. MEETING TARGET COSTS FOR NEW DESIGNS
241
3.1 Price, Cost, and Value Relationships
241
4. PRODUCER PRICE AND CONSUMER PRICE INDEXES
242
4.1 Your Company Market Basket Index
244
5. USE OF STANDARD COST
244
6. PRICE FORECASTING
246
7. STRATEGY OF HEDGING VERSUS FORWARD BUY
249
7.1 Ways to Minimize Risk
250
7.2 How a Futures Hedge Works
251
12 NEGOTIATIONS
253
1. CREATING THE NEGOTIATION ENVIRONMENT
254
2. NEGOTIATION STRATEGY
255
2.1 Address Alternative Solutions to Gain Concessions
257
3. IMPLEMENTING TACTICS AND NEGOTIATION CHECKLIST
259
3.1 Negotiation Checklist (“ Do’s and Don’ts”)
259
4. NEGOTIATION FUNDAMENTALS FROM A GLOBAL PERSPECTIVE
260
4.1 Canadian Culture
262
4.2 Mexican Culture
263
4.3 Negotiation Sensitivity
264
4.4 Avoiding the Pitfalls — How to Blow It!
265
5. A NEGOTIATION SETTLEMENT
267
13 GLOBAL SUPPLY DEMANDS TECHNICAL BUYING COOPERATION
269
1. ORGANIZING TO ACHIEVE TECHNICAL COMPETENCE
270
2. THE DESIGN ENGINEERING PROCESS
271
2.1 Need for Follow-up of Design Programs
272
3. THE REENGINEERING PROCESS
273
4. STRATEGIC TECHNICAL SUPPORT ACTIVITIES
275
4.1 Manage Conflict with Design Engineers
276
5. REVIEW OF THE TECHNICAL BUYER AND PURCHASING ENGINEER JOBS
280
5.1 The Role of Purchasing Engineers
280
6. MAKE-OR-BUY STUDIES
281
6.1 Purchasing’s Role in Make-or-Buy
287
14 USING COST REDUCTION TECHNIQUES
289
1. SIX-SIGMA METHODOLOGY
292
1.1 Value and Engineering Analysis
295
1.2 Overcoming Resistance to Change
297
2. REDUCING COMPLEXITY - STANDARDIZATION AND SUBSTITUTION
299
2.1 Simplification
300
3. OUTSOURCING AND LEASE- VERSUS- BUY
300
3.1 Lease- Versus- Buy
302
3.2 Methods of Acquisition
303
3.3 Other Leasing Considerations
304
3.4 Tax Advantages
305
4. USE OF THE LEARNING CURVE
305
4.1 How the Learning Curve Works
306
5. TRACKING COST SAVINGS RESULTS
310
15 LEGALITIES IN BUYING
313
1. KEY ELEMENTS OF EVERY CONTRACT
313
2. THE UNIFORM COMMERCIAL CODE
314
3. CONTRACT TERMS AND CONDITIONS
315
3.1 Word Processing Templates
315
3.2 Warranties
315
3.3 Epidemic Failure Clause
316
3.4 Liability Insurance
317
3.5 Force Majeure
317
3.6 Contract Cancellation or Termination
318
3.7 Indemnification of Buyer
318
3.8 Patents, Proprietary Information, and Disclosure
319
3.9 Other Suggested Purchase Order Clauses
321
4. SOCIOECONOMIC AND ENVIRONMENTAL LAWS
322
5. ANTITRUST LAWS
323
6. UNITED NATIONS CONVENTION
324
7. GENEVA AGREEMENT ON TARIFFS AND TRADE
325
8. GLOBAL TRADE BARRIERS
325
8.1 Boycotts
325
8.2 Cartels and Closed Countries
326
8.3 Counterfeiting and Piracy of Property
326
8.4 Import Customs Laws and Regulations
327
8.5 Unfair Pricing and Protectionism
327
8.6 Antidumping Duties
328
8.7 Countervailing Duties
329
9. BATTLE OF THE FORMS
330
9.1 Dispute Settlements
330
9.2 Alternative Dispute Resolution
332
9.3 Mediation
333
10. FOREIGN CORRUPT PRACTICES ACT
335
11. THE BUYER AND LEGAL ISSUES
336
16 SERVICES AND MRO BUYING
338
1. BUYING IN SERVICE ORGANIZATIONS
338
1.1 Distribution Buying
340
1.2 Merchandise ( Retail) Buying
341
1.3 Hospitals and Health Maintenance Organizations
341
1.4 Schools and Educational Buying
342
1.5 Government Procurement and Military Buying
342
2. CO- OP AND CONSORTIUM BUYING
343
2.1 Consortium Purchasing
343
3. BUYING FOR MAJOR PROJECTS
345
3.1 Construction Contracting
346
3.2 Recycling and Trash Removal
346
3.3 Use of Bids
346
4. SYSTEMS CONTRACTS FOR MRO SUPPLIES
347
5. INSTANT CASH AND THE PROCUREMENT CREDIT CARD
348
5.1 The Procurement Card
349
5.2 “ Smart Cards”
350
17 TRANSPORTATION STRATEGIES TO REDUCE LOGISTICS COSTS
351
1. DEVELOPMENTS WITH A PROFOUND IMPACT ON TRANSPORT
352
2. SIGNIFICANT BUYING ISSUES
354
2.1 Freight Consolidation
356
3. MODES OF TRANSPORT
357
4. TRANSPORTATION CONTRACT CONTENTS
359
4.1 Ocean Carriage Contracts
361
4.2 Containers
362
4.3 Insurance
363
4.4 Cost Analysis of Motor Carriage Transportation
364
4.5 Negotiating Rates with Deregulated Carriers
364
5. COMMERCIAL TERMS OF SALE
365
6. CLAIM SETTLEMENTS AND ADJUSTMENTS
370
7. AUDITS OF FREIGHT BILLS
371
8. THIRD PARTY LOGISTICS
372
III LEADING AND MANAGING TO FULFILL THE VISION
375
18 IMPROVING MANAGEMENT OF THE PURCHASING FUNCTION
376
1. APPLICATION OF MANAGEMENT PRINCIPLES TO PURCHASING
377
1.1 Theory “ X” and “ Y”
379
1.2 Theory Z
380
2. APPLY SOUND THEORY TO PURCHASING
381
3. EFFECTIVE COMMUNICATIONS, BOTH EXTERNAL AND INTERNAL
382
3.1 Productive Work Habits
385
4. NEED TO SUPPORT EDUCATION AND BUYER DEVELOPMENT
386
4.1 Pursue Buyer Development Programs
388
4.2 Certified Purchasing Manager Program
389
4.3 Accredited Purchasing Practitioner Program
389
5. USE OF JOB DESCRIPTIONS AND A PURCHASING MANUAL
390
5.1 Develop and Use a Purchasing Manual
391
19 MEASUREMENTS OF PURCHASING PERFORMANCE
398
1. VARIOUS KINDS OF MEASUREMENTS USED
401
1.1 Internal Audit
402
1.2 Management by Objectives
403
2. INDICATORS OF PURCHASING EFFICIENCY
404
3. BENCHMARKING
408
4. THE TREND MEASUREMENT SYSTEM
409
5. STANDARD COST AS A PERFORMANCE MEASUREMENT
412
6. HOW THE PURCHASING DOLLAR IS SPENT
412
6.1 Computing a Company’s Productivity
413
7. REPORTS TO MANAGEMENT
416
8. SUPPLY MANAGEMENT PROCESS MEASUREMENT
418
20 A LOOK INTO THE FUTURE
422
1. SIGNIFICANT TRENDS
423
1.1 The Realities of a Global Economy
424
1.2 Buyers Should Avoid Chasing Low Cost Labor
425
2. CHANGES IN THE PROFESSION
426
2.1 Strategic Development Becomes Critical
427
2.2 Tactical Methods Remain Important
428
3. FULFILL THE VISION!
429
Appendix
432
Index
439
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